Strategic Partner Development Manager - Channels

Dive in and do the best work of your career at DigitalOcean. Journey alongside a strong community of top talent who are relentless in their drive to build the simplest scalable cloud. If you have a growth mindset, naturally like to think big and bold, and are energized by the fast-paced environment of a true industry disruptor, you'll find your place here. We value winning together-while learning, having fun, and making a profound difference for the dreamers and builders in the world.

We want people who are passionate about helping our customers and partners realize the benefits of DigitalOcean's cloud infrastructure.

DigitalOcean is at a pivotal moment where the intersection of high-performance hardware and cloud accessibility is defining the next decade of innovation. We aren't just building a cloud; we are building a gateway for the next generation of startups to harness the power of AI and intensive computing. This is your chance to be the architect of our most strategic alliances, sitting at the heart of the Silicon Valley ecosystem to bridge the gap between world-class silicon providers and the builders who use them.

We are looking for a Strategic Relationship Builder to act as our primary envoy to the world's leading AI-focused System Integrators (SIs) aligned with mid-market and AI Native companies. Reporting to the VP, Channel Partnerships, you will be the lead navigator in embedding DigitalOcean into strategic partnership programs. Your mission is to ensure that as the world scales its data center needs, DigitalOcean is the partner of choice.

What You'll Do

• Architect strategic alliances with key system integrators, MSPs and resellers partners to ensure DigitalOcean is deeply integrated into their go-to-market ecosystems.
• Navigate complex organizational structures within partner companies to identify and influence the right decision-makers for long-term program placement.
• Translate high-level cloud infrastructure trends into actionable partnership strategies that solve real-world data center and scalability challenges.
• Lead cross-functional workstreams between internal product teams and external partner organizations to deliver co-branded value and technical synergy.
• Drive the execution of partnership milestones by breaking down multi-quarter goals into clear, actionable deliverables that provide mutual value to all stakeholders.
• Collaborate with senior leadership to provide insights on industry trends, ensuring our partnership roadmap stays ahead of market shifts in the data center space.
• Mentor peers and internal teams on partnership best practices, fostering a culture of collaborative excellence across the organization.

What You'll Add to DigitalOcean

• Technical Breadth: You bring a deep understanding of the cloud and infrastructure industry, specifically regarding data center operations. You have a proven track record of building and managing partnerships with strategic System Integrators, MSPs and Resellers partners.
• The "Human" Element: You are an expert in Relational Intelligence-you can speak the language of engineers and executives alike, building trust and psychological safety across organizational boundaries.
• Growth Mindset: You possess a natural desire to learn, an appetite for feedback, and a "leave it better than you found it" attitude that thrives in a high-performance environment.

Compensation Range:

• Base $136,000 - $170,000 / OTE target $180,000 - $226,000
• This is a remote role

JR: 2026-7632

#LI-Remote

Why You'll Like Working for DigitalOcean

• We innovate with purpose. You'll be a part of a cutting-edge technology company with an upward trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As a member of the team, you will be a Shark who thinks big, bold, and scrappy, like an owner with a bias for action and a powerful sense of responsibility for customers, products, employees, and decisions.
• We prioritize career development. At DO, you'll do the best work of your career. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that will always challenge you to think big. Our organizational development team will provide you with resources to ensure you keep growing. We provide employees with reimbursement for relevant conferences, training, and education. All employees have access to LinkedIn Learning's 10,000+ courses to support their continued growth and development.
• We care about your well-being. Regardless of your location, we will provide you with a competitive array of benefits to support you from our Employee Assistance Program to Local Employee Meetups to flexible time off policy, to name a few. While the philosophy around our benefits is the same worldwide, specific benefits may vary based on local regulations and preferences.
• We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program.
• DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.

Application Limit: You may apply to a maximum of 3 positions within any 180-day period. This policy promotes better role-candidate matching and encourages thoughtful applications where your qualifications align most strongly.

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